Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

Front Cover
McGraw Hill Professional, Mar 8, 2013 - Business & Economics - 224 pages
1 Review
Get More Face Time and Higher Close Rates--the SMART Way

Smart Prospecting That Works Every Time! introduces a proven sales method that balances social media marketing strategies, online applications, and traditional appointment-setting techniques to help you connect with more clients and close more sales than ever.

"Krause is an uncommon salesperson and author who can turn his common sense into your common dollars." -- Jeffrey Gitomer, author of The Little Red Book of Selling

"By implementing Mike’s strategies, you will reap the benefits of making stronger connections with your ideal clients. Read it, use it, and succeed!" -- Tom Hopkins, author of How to Master the Art of Selling

"Smart Prospecting cuts through the clutter and gets to the heart of making cold calls successfully." -- Jill Konrath, author of SNAP Selling and Selling to Big Companies

"This is not just a must-read, it is must-do book for everyone in sales." -- Stephan Schiffman, author of Cold Calling Techniques (That Really Work!)

 

What people are saying - Write a review

User Review - Flag as inappropriate

We all hate cold calls, they are ego trampers. I have attended so many classes to improve my sales calls, and yet my ratio has stayed the same over the years. The methods approached in tis book shine some light on the whys of that. It was a eye opener and a wake up call to the time I am wasting. There are simple steps to follow and research your techniques and most importably drop what is not working. Focus on the right clients, the real clients and deal with them is a smart quick effective way.
A must have for any salesperson.
 

Contents

Chapter 1 How Does a Prospect Think?
1
Chapter 2 He Shoots He Scores
25
Chapter 3 What Prospects Value
45
Chapter 4 Ready Fire Aim
55
Chapter 5 Cultivating Great Bedside Manners
75
Chapter 6 Circling the Wagons
85
Chapter 7 Breaching the Fortress
107
Chapter 8 Objectives Are Closer Than They Appear
161
Daily Time Management Log
197
Sales Sense Letter Framework
205
Prospect Approach Planning Checklist
207
Precall Checklist
209
Postcall Evaluation
211
Call Script Worksheets
213
Smart Prospecting That Works Every Time Book Evaluation
219
Notes
221

Chapter 9 Soup to Nuts
165
Chapter 10 Your SMART Prospecting Launch
191
Shared Traits Worksheet
193
Opening Statement Template
195
Index
225
About The Author
235
Copyright

Other editions - View all

Common terms and phrases

About the author (2013)

Michael D. Krause is the founder and owner of the sales consultant firm Sales Sense Solutions, Inc., which brings Fortune 500 sales strategies from organizations such as First Data and Lexis-Nexis to midsized and smaller companies.

Bibliographic information